Most deals don’t die because the product is bad. They die because the conversation loses structure. The tricky part is nothing feels wrong in the moment. The call is polite. The prospect sounds interested. And then… silence.
Over time, you start noticing patterns. Certain phrases show up again and again right before deals stall. They sound harmless — even professional — but they quietly hand control away.
Why language matters more than technique
Sales conversations aren’t just logical exchanges. They’re directional. Every sentence either maintains momentum or releases it. When momentum gets released, prospects don’t argue — they drift.
Phrase #1: “Does that make sense?”
It sounds polite, but it introduces uncertainty. You’re asking them to validate your explanation instead of guiding the conversation forward. Now they’re evaluating instead of following.
Phrase #2: “Let me know what you think.”
This one feels collaborative, but it gives away timing and control. You’ve removed structure at the exact moment structure is needed. Good conversations don’t ask for opinions — they guide decisions.
Phrase #3: “I’ll send you some information.”
Information without a decision frame doesn’t move deals forward — it creates more thinking. If you send something, it should be tied to a clear next step and a clear purpose.
The real pattern behind these phrases
These phrases avoid tension. But tension isn’t pressure. Tension is what signals the decision matters. Remove it entirely and urgency disappears.
What to do instead (principles, not scripts)
- Keep structure: define the next step clearly (time + purpose).
- Stay calm: don’t over-explain when you feel resistance.
- Guide decisions: help them choose, don’t ask them to wander.
If you recognize these patterns, you’re not alone. Most reps were trained to sound agreeable — not effective.